CHAPTER 9WHEN YOU HAVE NO AUTHORITY, USE INCREASED CONFIDENCE AND REDUCED ANXIETY AS YOUR CONSEQUENCE CURRENCY

If anyone deserves to make excuses, it’s got to be the folks who lead corporate functions (information technology, finance, etc.) and the corporate-based project teams responsible for major business initiatives (including ERPs and EMRs—if you don’t know, don’t ask). Managing their own reports is the easy part of the job. To deliver the results on which they’ve staked their livelihoods and reputations, these masochists also must persuade their “clients”—namely, people outside headquarters who generate actual revenue for the company—to implement new, often unproven ways of doing things. In exchange for this privilege, these clients typically ...

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